Director, Technical Sales

Duties and Responsibilities

• Serve as the company’s technical subject matter expert in tank cleaning processes, methodologies, equipment, and industry best practices.
• Own and manage the full bid, proposal, and estimating lifecycle –including scope development, cost estimation, pricing strategy, and final proposal preparation.
• Review client specifications, drawings, and scope documents to develop accurate and competitive estimates for tank cleaning and related services.
• Partner with Operations and Engineering teams to develop technical work plans, schedules, and resource requirements for proposals.
• Provide support and guidance to the Sales team
• Develop and implement effective sales strategies aligned with company objectives to achieve revenue and growth targets.
• Build and maintain strong relationships with existing and prospective clients through regular communication, site visits, presentations, and technical demonstrations.
• Provide in-depth technical expertise and consultative support to clients, ensuring they fully understand the value, safety, and effectiveness of proposed solutions.
• Cover detailed client needs assessment and site evaluations to develop tailored technical solutions.
• Prepare, review and deliver compelling proposals, presentations, and technical submittals that address client needs and showcase company capabilities.
• Ensure all proposals and estimates are aligned with company risk management, safety standards, and profitability objectives.
• Stay current with industry trends, regulatory requirements, competitive landscape, and emerging technologies to identify new opportunities for growth.
• Attend industry conferences, trade shows, and networking events to promote company services and technical expertise.
• Collaborate closely with Operations, Safety, and Engineering teams to relay customer feedback and recommend service or process enhancements.
• Track and report on sales activities, proposal pipeline, win/loss metrics, and forecasting, providing regular updates to Executive Leadership and/or the Board.
• Provide technical training and support to internal sales and operations teams to strengthen overall organizational knowledge and capabilities.
• Participate in post-project reviews to evaluate estimating accuracy and improve future proposal performance

Required Qualifications

• Bachelor’s Degree in Engineering, Business, Environmental Science or related field preferred.
• Significant prior experience in technical sales and operations within the tank cleaning or industrial services industry.
• Demonstrated hands-on experience with tank cleaning processes, equipment, methodologies, and safety requirements.
• Prior leadership and management experience.
• Strong understanding of industrial cleaning processes, confined space entry, hazardous materials handling, and related safety regulations.
• Demonstrated ability to communicate, present and influence key stakeholders at all organizational levels.

Position Skills & Abilities

• Recognized technical expertise in tank cleaning operations and equipment.
• Excellent listening, negotiation, and presentation skills.
• Strong analytical and problem-solving skills to address complex client challenges.
• Able to prepare detailed, accurate cost estimates and competitive proposals.
• Willingness to travel to jobsites and client locations as needed.
• Strong understanding of customer and market dynamics and industry requirements.
• Able to manage multiple proposals, deadlines, and priorities simultaneously.
• Effective written and verbal communication skills with internal and external stakeholders.
• Must be computer proficient, including experience with estimating tools and CRM systems.
• Strong understanding of the energy industry (upstream, midstream, downstream) preferred.
• Able to function effectively in a fast-paced, rapidly growing company with changing business demands.